Category Archives: Leadership

Important Questions for Innovation

Important Questions for Innovation

GUEST POST from Mike Shipulski

Here are some important questions for innovation.

What’s the Distinctive Value Proposition? The new offering must help the customer make progress. How does the customer benefit? How is their life made easier? How does this compare to the existing offerings? Summarize the difference on one page. If the innovation doesn’t help the customer make progress, it’s not an innovation.

Is it too big or too small? If the project could deliver sales growth that would dwarf the existing sales numbers for the company, the endeavor is likely too big. The company mindset and philosophy would have to be destroyed. Are you sure you’re up to the challenge? If the project could deliver only a small increase in sales, it’s likely not worth the time and expense. Think return on investment. There’s no right answer, but it’s important to ask the question and set the limits for too big and too small. If it could grow to 10% of today’s sales numbers, that’s probably about right.

Why us? There’s got to be a reason why you’re the right company to do this new work. List the company’s strengths that make the work possible. If you have several strengths that give you an advantage, that’s great. And if one of your weaknesses gives you an advantage, that works too. Step on the accelerator. If none of your strengths give you an advantage, choose another project.

How do we increase our learning rate? First thing, define Learning Objectives (LOs). And once defined, create a plan to achieve them quickly. Here’s a hint. Define what it takes to satisfy the LOs. Here’s another hind. Don’t build a physical prototype. Instead, create a website that describes the potential offering and its value proposition and ask people if they want to buy it. Collect the data and refine the offering based on your learning. Or, create a one-page sales tool and show it to ten potential customers. Define your learning and use the learning to decide what to do next.

Then what? If the first phase of the work is successful, there must be a then what. There must be an approved plan (funding, resources) for the second phase before the first phase starts. And the same thing goes for the follow-on phases. The easiest way to improve innovation effectiveness is avoid starting phase one of projects when their phase two is unfunded. The fastest innovation project is the wrong one that never starts.

How do we start? Define how much money you want to spend. Formalize your business objectives. Choose projects that could meet your business objectives. Free up your best people. Learn as quickly as you can.

Image credit: Unsplash

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11 Reasons Why Teams Struggle to Collaborate

(Despite Good Intentions)

11 Reasons Why Teams Struggle to Collaborate

GUEST POST from Stefan Lindegaard

Collaboration is a favorite theme in strategy decks and leadership keynotes. Leaders say it’s essential for innovation, agility, empowerment, and execution. But if you’ve worked in or with large organizations, you’ll know something feels off:

Teams want to collaborate and not just within their own team, but across functions and silos, and even with partners or external experts.

The problem is that most organizations aren’t set up for this.

I often argue that many organizational issues start at the top. Leaders talk the talk but don’t walk the walk. And when collaboration is reduced to a value on a poster – or buried under broken structures – teams are left to figure it out in an environment working against them.

So I’ve created this ranked list of reasons why collaboration fails. It’s not to point fingers at teams but to spotlight the real barriers that leaders and organizations need to address.

1. They promote teamwork, yet reward individual KPIs.

You can’t expect collaboration when success is defined individually. When people are measured and rewarded for their solo achievements, they will naturally prioritize their own goals – even when it works against the team.

2. They push for cross-functional alignment, yet still operate in silos.

True collaboration requires more than cross-functional task forces, it demands integrated ways of working. But when organizational structures and incentives are siloed, collaboration becomes optional, not foundational.

3. They push for cross-functional alignment, yet still operate in silos.

Collaboration isn’t just within teams. It depends on how well teams work across functions, departments, and even with external partners. Without integrated goals and decision rights, silos quietly win.

4. They encourage knowledge-sharing, yet overload teams with competing priorities.

Collaboration takes time. When teams are juggling too much, knowledge-sharing becomes a luxury. People protect their time and focus, not because they don’t care, but because they’re trying to survive the chaos.

5. They say collaboration matters, yet measure success in isolation.

If KPIs and OKRs don’t reflect shared goals, collaboration will always take a back seat. People follow the metrics. And when those metrics are narrow or individual, so is the behavior.

6. They ask for collective ownership, yet assign accountability to a single function.

You can’t expect teams to own outcomes together if only one person or team is held accountable when things go wrong. This creates fear, finger-pointing, and passive involvement from others.

7. They talk about shared goals, yet lack clear alignment across teams.

“Shared goals” sound good, but if each team interprets them differently, you end up with misalignment, duplication, or conflicting efforts. Collaboration without alignment leads to confusion, not impact.

8. They encourage open dialogue, yet don’t create psychological safety to speak up.

Without safety, people stay silent. They avoid saying what needs to be said, and collaboration becomes shallow. Open dialogue is only possible when people trust they won’t be punished for honesty or vulnerability.

9. They expect faster execution, yet require too many approvals to move forward.

Even well-aligned, collaborative teams can lose momentum when bogged down in bureaucracy. Endless approvals signal a lack of trust and slow down the very agility leaders are asking for.

10. They want proactive teams, yet reward those who play it safe and stay in their lane.

Proactivity means taking initiative, stepping into grey zones, and owning outcomes. But when the system rewards safety and punishes stretch behavior, people stay in their box – and so does the organization.

11. They invest in collaboration tools, yet don’t invest in team dynamics or leadership behaviors.

Slack, Miro, Teams, Asana. Tools are helpful, but they don’t create trust, alignment, or clarity. Collaboration starts with people, not platforms.

The Bottom Line

Collaboration isn’t broken – what’s broken is the system surrounding it.

People want to work together. Most teams are willing, capable, and motivated. But collaboration fails when leadership behaviors, organizational structures, and incentives quietly undermine it.

So the question isn’t:

“Why don’t our teams collaborate better?”

It’s:

“What’s making it harder for them to collaborate in the first place?”

Fix the system. Collaboration will follow.

Image Credit: Pexels

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Bridging Differences to Drive Creativity and Innovation

Bridging Differences to Drive Creativity And Innovation

GUEST POST from Greg Satell

I have a friend who was once ambushed on a TV show panel. Being confronted with a clearly offensive remark, she was caught off-guard, said something that was probably unwise (but not untrue or unkind), and found herself at the center of a media-driven scandal. It would cost her enormously, both personally and professionally.

I often think about the episode and not just because it hurt my friend, but also because I wonder what I would have done if put in similar circumstances. My friend, who is black, Muslim and female, is incredibly skilled at bridging differences and navigating matters of race, gender and religion. If she fell short, would I even stand a chance?

We are encouraged to think about matters of diversity in moral terms and, of course, that’s an important aspect. However, it is also a matter of developing the right skills. The better we are able to bridge differences, the more effectively we can collaborate with others who have different perspectives, which is crucial to becoming more innovative and productive.

The Challenge Of Diversity

There is no shortage of evidence that diversity can enhance performance. Researchers at the University of Michigan found that diverse groups can solve problems better than a more homogeneous team of greater objective ability. Another study that simulated markets showed that ethnic diversity deflated asset bubbles.

While those studies merely simulate diversity in a controlled setting, there is also evidence from the real world that diversity produces better outcomes. A McKinsey report that covered 366 public companies in a variety of countries and industries found that those which were more ethnically and gender diverse performed significantly better than others.

However, it takes effort to reap the benefits of diversity. Humans are naturally tribal. In a study of adults that were randomly assigned to “leopards” and “tigers,” fMRI studies noted hostility to out group members. Similar results were found in a study involving five year-old children and even in infants. Group identification, even without any of the normal social cues, is enough to produce bias.

The innate distinctions we make regarding each other carry over to work environments. When researchers at Kellogg and Stanford put together groups of college students to solve a murder mystery, teams made up of students from the same sorority or fraternity felt more successful, even though they performed worse on the task than integrated groups.

We rarely welcome someone who threatens our sense of self. So those outside the dominant culture are encouraged to conform and are often punished when they don’t. They are less often invited to join in routine office socializing and promotions are less likely to come their way. When things go poorly, it’s much easier to blame the odd duck than the trusted insider.

Group Identity And Individual Dignity

In western civilization, since at least the time of Descartes, we have traditionally thought in rational terms about how humans behave. We tend to assume that people examine facts to make judgments and that any disputes can be overcome through discussion and debate, through which we will arrive at an answer that is objectively correct.

Yet what if we actually did things in reverse, intuitively deciding what was right and then coming up with rational explanations for how we feel? Discussion and debate wouldn’t achieve anything. If rational arguments are merely explanations of deeply held intuitions, the “arguments” from the other side would seem to be downright lies or just crazy.

In The Righteous Mind, social psychologist Jonathan Haidt points to decades of evidence that suggest that is exactly how we do things. We rely on social intuitions to make judgments and then design logic to explain why we feel that way. He also makes the point that many of our opinions are a product of our inclusion in a particular group.

Hardly the product of cold logic, our opinions are, in large part, manifestations of our identity. Our ideas are not just things we think. They are expressions of who we think we are.

Talking Past Each Other

Clearly, the way we tend to self-sort ourselves into groups based on identity will shape how we perceive what we see and hear, but it will also affect how we share and access data. Recently, a team of researchers at MIT looked into how we share information — and misinformation — with those around us. What they found was troubling.

When we’re surrounded by people who think like us, we share information more freely because we don’t expect to be rebuked. We’re also less likely to check our facts, because we know that those we are sharing the item with will be less likely to inspect it themselves. So when we’re in a filter bubble, we not only share more, we’re also more likely to share things that are not true. Greater polarization leads to greater misinformation.

The truth is that we all have a need to be recognized and when others don’t share a view that we feel strongly about, it offends our sense of dignity. The danger, of course, is that in our rapture we descend into solipsism and fail to recognize the dignity of others. That can lead us to dangerous and ugly places.

In Timothy Snyder’s masterful book Bloodlands, which explores the mass murders of Hitler and Stalin, the eminent historian concludes that the reason that humans can do unspeakable things to other humans is that they themselves feel like victims. If your very survival is at stake, then just about anything is warranted and cruelty can seem like justice.

Once our individual dignity becomes tied to our group identity, a different perspective can feel like more than just an opposing opinion, but a direct affront and that’s what may have precipitated the public attack on my friend. The verbal assault was probably motivated by her assailant’s need to signal inclusion in an opposing tribe.

Building Shared Identity And Purpose

Our identity and sense of self drives a lot of what we see and do, yet we rarely examine these things because we spend most of our time with people who are a lot like us, who live in similar places and experience similar things. That’s why our innate perceptions and beliefs seem normal and those of others strange, because our social networks shape us that way.

As we conform to those around us, we are setting ourselves apart from those who are shaped by different sets of experiences. While there is enormous value to be unlocked by integrating with diverse perspectives, it takes work to be able to bridge those differences. What we hear isn’t always what others say and what we say isn’t what others always hear.

In his book, Identity, political scientist Francis Fukuyama explains that our identities aren’t fixed, but develop and change over time. In fact, we routinely choose to add facets to our identity, while shedding others, changing jobs, moving neighborhoods, breaking off some associations as we take on others. “Identity can be used to divide, but it can and has also been used to integrate,” Fukuyama writes.

Yet integrating identities takes effort. We first need to acknowledge that our truth isn’t the only truth and that others, looking at the same facts, can honestly come to different conclusions than we do. We need to suspend immediate judgment and devote ourselves to a common undertaking with a shared sense of mission and purpose.

This is no easy task. It takes significant effort. However, it is at this nexus of identity and purpose that creativity and innovation reside, because when we learn to collaborate with others who possess knowledge, skills and perspectives that we don’t, new possibilities emerge to achieve greater things.

— Article courtesy of the Digital Tonto blog
— Image credit: Pexels

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The Evolution of Trapped Value in Cloud Computing

The Evolution of Trapped Value in Cloud Computing

GUEST POST from Geoffrey A. Moore

Releasing trapped value drives the adoption of disruptive technology and subsequent category development. The trapped part inspires the technical innovation while the value part funds the business. As targeted trapped value gets released, the remaining value is held in place by a secondary set of traps, calling for a second generation of innovation, and a second round of businesses. This pattern continues until all the energy in the system is exhausted, and the economic priority shifts from growth to maintenance.

Take cloud computing for example. Amazon and Salesforce were early disrupters. The trapped value in retail was consumer access anytime anywhere. The trapped value in SaaS CRM was a corporate IT model that prioritized forecasting and reporting applications for upper management over tools for improving sales productivity in the trenches. As their models grew in success, however, they outgrew the data center operating model upon which they were based, and that was creating problems for both companies.

Help came from an unexpected quarter. Consumer computing, led by Google and Facebook, tackled the trapped value in the data center model by inventing the data-center-as-a-computer operation. The trapped value was in computers and network equipment that was optimized for scaling up to get more power. The new model relentlessly focused on commoditizing both, with stripped-down compute blocks and software-enabled switching—much to the consternation of the established hardware vendors who had no easy place to retreat to.

Their situation was further exacerbated by the rise of hyperscaler compute vendors who offered to outsource the entire enterprise footprint. But as they did, the value trap moved again, and this time it was the hyperscaler pricing model that was holding things back, particularly when switching costs were high. That has given rise to a hybrid architecture which at present is muddling its way through to a moderating norm. Here companies like Equinix and Digital Realty are helping enterprises combine approaches to find their optimal balance.

As this norm takes over more and more of the playing field, we may approach an asymptote of releasable trapped value at the computing layer. If so, that just means it will migrate elsewhere—in this case, up the stack. We are already seeing this in at least three areas of hypergrowth today:

  1. Cybersecurity, where the trapped value is in patching together component subsystems to address ongoing exposure to catastrophic risk.
  2. Content generation, where the trapped value is in time to market, as well as unfulfilled demand, for fresh digital media, both in consumer markets and in the enterprise.
  3. Co-piloting, where the trapped value is in low-yielding engagement with high-value digital services due to topic complexity and the lack of sophistication on the part of the end user.

All three of these opportunities will push further innovation in cloud computing, but the higher margins will now migrate to the next generation.

The net of all this is a fundamental investment thesis that applies equally well to venture investing, enterprise spending, and personal wealth management. As the Watergate pair of Woodward and Bernstein taught us many decades ago, Follow the money! In this case, the money is in the trapped value, so before you invest in any context, first identify the trapped value that when released will create the ROI you are looking for, and then monitor the early stages to determine if indeed it is getting released, and if so, that a fair share of the returns are coming back to you.

That’s what I think. What do you think?

Image Credit: Pixabay

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Innovation Requires Defying Success

Innovation Requires Defying Success

GUEST POST from Mike Shipulski

Innovation is difficult because it requires novelty. And novelty is difficult because it’s different than last time. And different than last time is difficult because you’ve got to put yourself out there. And putting yourself out there is difficult because no one wants to be judged negatively.

Success, no matter how small, reinforces what was done last time. There’s safety in doing it again. The return may be small, but the wheels won’t fall off. You may run yourself into the ground over time, but you won’t fail catastrophically. You may not reach your growth targets, but you won’t get fired for slowly destroying the brand. In short, you won’t fail this year, but you will create the causes and conditions for a race to the bottom.

Diminishing returns are real. As a system improves it becomes more difficult to improve. A ten percent improvement is more difficult every year and at some point, improvement becomes impossible. In that way, success doesn’t breed success, it breeds more effort for less return. And as that improvement per unit effort decreases, it becomes ever more important (and ever more difficult) to do something different (to innovate).

Paradoxically, success makes it more difficult to innovate.

Success brings profits that could fund innovation. But, instead, success brings the expectation of predictable growth. Last year we were successful and grew 10%. We know the recipe, so this year let’s grow 12%. We can do what we did last year, but do it more efficiently. A sound bit of logic, except it assumes the rules haven’t changed and that competitors haven’t improved. But rules and competitors always change, and, at some point the the same old recipe for success runs out of gas.

It’s time to do something new (to innovate) when the same old effort brings reduced results. That change in output per unit effort means the recipe is tiring and it’s time for a new one. But with a new approach comes unpredictability, and for those who demand predictability, a new approach is scary. Sure, the yearly trend of reduced return on investment should scare them more, but it doesn’t. The devil you know is less scary than the one you don’t. But, it shouldn’t be.

Calculate your revenue dollars per sales associate and plot it over time. If the metric is flat over the last three years, it was time to innovate three years ago. If it’s decreasing over the last three years, it was time to innovate six years ago.

If you wait to innovate until revenue per salesperson is flat, you waited too long.

No one likes to be judged negatively, more than that, no one likes their company to collapse and lose their job. So, choose to do something new (to innovate) and choose the possibility of being judged. That’s much better than choosing to go out of business.

Image credit: Pexels

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Don’t Believe the Courageous Leadership Lie

Don't Believe the Courageous Leadership Lie

GUEST POST from Robyn Bolton

The business press has a new obsession with courageous leadership.

Harvard Business Review dedicated their September cover story to it. Nordic Business Forum built an entire 2024 conference around it. BetterUpMcKinsey, and dozens of thought leaders and influencers can’t stop talking about it.

Here’s what they’re all telling you: If you’re playing it safe, stuck in analysis paralysis, not innovating fast enough, or not making bold moves, then you are the problem because you lack courage.

Here’s what they’re not telling you: You don’t have a courage problem. You have a systems problem.

The Real Story Behind “Courage Gaps”

The VP was anything but cowardly. She had a track record of bold moves and wasn’t afraid of hard conversations. The CEO wanted to transform the company by moving from a product-only focus to one offering holistic solutions that combined hardware, software, and services. This VP was the obvious choice.

Her team came to her with a ideas that would reposition the company for long-term growth. She loved it. They tested the ideas. Customers loved them. But not a single one ever launched.

It wasn’t because the VP or the CEO lacked courage. It was because the board measured success in annual improvements, the CEO’s compensation structure rewarded short-term performance, and the VP required sign-off from six different stakeholders who were evaluated on risk mitigation. At every level, the system was designed to kill bold ideas. And it worked.

This is the inconvenient truth the courage press ignores.

That success doesn’t just require leaders who are courageous, it requires organizational architecture that systematically rewards courage and manages risk.

What We’re Really Asking Leaders to Overcome

Consider what we’re actually asking leaders to be courageous against:

  • Compensation structures tied to short-term metrics
  • Risk management processes designed to say “no”
  • Approval hierarchies where one skeptic can overrule ten enthusiasts
  • Cultures where failed experiments end careers

The courage discourse lets broken systems off the hook.

It’s easier to sell “10 Ways to Build Leadership Courage” than to admit that organizational incentives, governance structures, and cultural norms are actively working against the bold moves we tell leaders to make.

What Actually Enables Courageous Leadership.

I’m not arguing that there isn’t a need for individual courage. There is.

But telling someone to “be braver” when their organizational architecture punishes bravery is like telling someone to swim faster in a pool filled with Jell-O.

If we want courage, we need to fix the things the systems that discourage it:

  • Align incentives with the time horizon of the decisions you want made
  • Create explicit permission structures for experimentation
  • Build decision-making processes that don’t require unanimous consent
  • Separate “learning investments” from “performance expectations” when measuring results
  • Make the criteria for bold moves clear, not subject to whoever’s in the room

But doing this is a lot harder than buying books about courage.

The Bottom Line

When you fix the architecture, you don’t need to constantly remind people to be brave because the system enables. Individual courage becomes the expectation, not the exception.

The real question isn’t whether your leaders need courage.

It’s whether your organization has the architecture to let them use it.

If you can’t answer that question, that’s not a courage problem.

That’s a design problem.

And design is something that, as a leader, you can actually control.

Image credit: Unsplash

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Team Conflict Isn’t Always Bad

Team Conflict Isn't Always Bad

GUEST POST from David Burkus

Conflict on teams is inevitable. But here’s the real question: does it need to be resolved? Not always. In fact, the type of conflict matters just as much as how you address it. Some conflicts demand immediate resolution, while others can be channeled into creativity and progress. Knowing the difference is critical to leading a team effectively.

At its core, conflict on teams falls into two categories: personal conflict and task-focused conflict. Personal conflict is what most of us think of first—tensions that get personal, unkind remarks, or behaviors that erode respect. Left unaddressed, this type of conflict undermines trust and productivity. Task-focused conflict, however, is entirely different. This is the natural tension that arises from diverse ideas and perspectives. It’s not a problem to be solved; it’s a tool to be harnessed. Handled well, task-focused conflict can propel a team forward.

Let’s look at both in depth—how to resolve personal conflict and how to channel task-focused conflict into better outcomes for the team.

Resolving Personal Conflict

When personal conflict on teams arises, it can feel uncomfortable, even awkward, to step in as a leader. Yet the cost of avoiding it is far greater. Toxic behavior, left unchecked, damages the entire team. Addressing it quickly and thoughtfully is key to maintaining a healthy team dynamic.

The best approach often begins with a private, one-on-one conversation. For less overt issues—like someone cutting a teammate off during a meeting or taking a criticism too far—pulling the individual aside after the fact is often more effective than addressing it publicly. Explain what you observed, how it impacts the team, and what needs to change. Your goal isn’t to embarrass them but to guide them toward more constructive behavior.

When the conflict on teams involves repeated tensions between two people, start with separate conversations. This allows you to understand each person’s perspective and identify the root of the issue. Once you’ve done that, consider bringing them together for a mediated discussion. The goal isn’t to force them to like each other but to secure a commitment to respect and professional behavior. Over time, if people consistently act respectfully, they often grow to genuinely respect one another — a win for everyone involved.

Whatever the situation, don’t wait to act. Personal conflict that lingers becomes a poison to the team. Address it early, directly, and consistently. Your willingness to confront these issues sends a powerful message about what kind of culture your team will have — a culture of respect and accountability.

Harnessing Task-Focused Conflict on Teams

Task-focused conflict, by contrast, is not something to resolve. It’s something to embrace. Teams are made up of individuals with different experiences, perspectives, and ideas. That’s their strength. When these differences lead to debates over the best course of action, your role as a leader isn’t to shut it down. It’s to create the conditions where productive conflict can thrive.

The first step is to foster an environment where everyone feels safe sharing their ideas. Too often, leaders assume they’ve created space for feedback simply by asking, “What does everyone think?” at the end of a meeting. But vague invitations rarely lead to meaningful input. Instead, make feedback an active part of your team’s discussions. One approach is to explicitly ask for “builds” and “flags.” Builds are suggestions that add to or improve an idea. Flags are concerns or alternative approaches. This framework encourages participation and ensures that all voices are heard.

Equally important is creating psychological safety—the sense that team members can share dissenting ideas without fear of judgment or retaliation. This starts with you as a leader. When you express doubt, admit uncertainty, or genuinely invite feedback, you show vulnerability. That vulnerability signals trust, which is the foundation of psychological safety. But it’s not enough to invite ideas; you must also respond to them with respect. Engage fully, listen actively, and ensure that team members feel heard. A team that trusts its leader and each other will embrace conflict as a pathway to better solutions.

When it comes time to respond to conflicting ideas, focus on the assumptions behind them rather than the ideas themselves. People often tie their identities to their ideas, which can make critique feel personal. But assumptions are different. They can be questioned without sparking defensiveness. For example, if a debate arises about project timelines, you might uncover that one person assumes it will take six months while another assumes a year. By exploring these assumptions, the team can arrive at a clearer understanding—and a better decision.

When the Team Can’t Agree

Despite your best efforts, there will be times when the team can’t reach consensus. This is where your leadership is most crucial. After everyone has had the opportunity to share their perspective, it’s time to decide and move forward. This is the principle of “disagree and commit.”

Make it clear that every voice matters and that the decision-making process is the team’s opportunity to influence the outcome. But once a decision is made—whether by consensus or by you as the leader—it’s time for everyone to align and commit. The team must understand that revisiting the debate later is not an option. This clarity ensures that even unresolved disagreements don’t derail progress.

Turning Conflict Into a Strength

Conflict on teams isn’t inherently bad. In fact, task-focused conflict is one of the best tools a team has for finding innovative solutions. The challenge is in how you, as a leader, handle it. Personal conflict needs resolution, quickly and thoughtfully. Task-focused conflict needs space to flourish, guided by a culture of respect and psychological safety.

When managed well, conflict on teams transforms from a source of tension into a driver of success. It pushes teams to consider new perspectives, challenge assumptions, and arrive at better outcomes. As a leader, your job isn’t to eliminate conflict. It’s to create an environment where it can be constructive, where it can make your team stronger.

Conflict on teams isn’t something to fear. It’s something to embrace. And when you do, you’ll find that the best ideas—and the best teams—are forged through it.

Image credit: Pixabay

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Secrets to Innovating Within a Successful Company

Secrets to Innovating Within a Successful Company

GUEST POST from Mike Shipulski

If you’re trying to innovate within a successful company, I have one word for you: Don’t.

You can’t compete with the successful business teams that pay the bills because paying the bills is too important. No one in their right mind should get in the way of paying them. And if you do put yourself in the way of the freight train that pays the bills you’ll get run over. If you want to live to fight another day, don’t do it.

If an established business has been growing three percent year-on-year, expect them to grow three percent next year. Sure, you can lather them in investment, but expect three and a half percent. And if they promise six percent, don’t believe them. In fairness, they truly expect they can grow six percent, but only because they’re drinking their own Cool-Aid.

Rule 1: If they’re drinking their own Kool-Aid, don’t believe them.

Without a cataclysmic problem that threatens the very existence of a successful company, it’s almost impossible to innovate within its four walls. If there’s no impending cataclysm, you have two choices: leave the four walls or don’t innovate.

It’s great to work at successful company because it has a recipe that worked. And it sucks to work at a successful company because everyone thinks that tired old recipe will work for the next ten years. Whether it will work for the next ten or it won’t, it’s still a miserable place to work if you want to try something new. Yes, I said miserable.

What’s the one thing a successful company needs? A group of smart people who are actively dissatisfied with the status quo. What’s the one thing a successful company does not tolerate? A group of smart people who are actively dissatisfied with the status quo.

Some experts recommend leveraging (borrowing) resources from the established businesses and using them to innovate. If the established business catches wind that their borrowed resources will be used to displace the status quo, the resources will mysteriously disappear before the innovation project can start. Don’t try to borrow resources from established businesses and don’t believe the experts.

Instead of competing with established businesses for resources, resources for innovation should be allocated separately. Decide how much to spend on innovation and allocate the resources accordingly. And if the established businesses cry foul, let them.

Instead of borrowing resources from established businesses to innovate, increase funding to the innovation units and let them buy resources from outside companies. Let them pay companies to verify the Distinctive Value Proposition (DVP); let them pay outside companies to design the new product; let them pay outside companies to manufacture the new product; and let them pay outside companies to sell it. Sure, it will cost money, but with that money you will have resources that put their all into the design, manufacture and sale of the innovative new offering. All-in-all, it’s well worth the money.

Don’t fall into the trap of sharing resources, especially if the sharing is between established businesses and the innovative teams that are charged with displacing them. And don’t fall into the efficiency trap. Established businesses need efficiency, but innovative teams need effectiveness.

It’s not impossible to innovate within a successful company, but it is difficult. To make it easier, error on the side of doing innovation outside the four walls of success. It may be more expensive, but it will be far more effective. And it will be faster. Resources borrowed from other teams work the way they worked last time. And if they are borrowed from a successful team, they will work like a successful team. They will work with loss aversion. Instead of working to bring something to life they will work to prevent loss of what worked last time. And when doing work that’s new, that’s the wrong way to work.

The best way I know to do innovation within a successful company is to do it outside the successful company.

Image credit: Google Gemini

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It’s the Customer Baby!

Bringing the Voice of the Customer Together with a Pursuit of Excellence

LAST UPDATED: November 19, 2025 at 9:37AM

It's the Customer Baby!

by Braden Kelley

One treat at Customer Contact Week (CCW) in Nashville recently was having the opportunity to see and hear basketball legend Dick Vitale. I can’t all share all of the stories here, but one thing that stuck with me from his musings were that the keys to a successful life are passion, preparation and perseverance.

Whether you are successful at anything you attempt is going to come down to your desire, dedication, determination and discipline. AND, guiding your life by eternally asking yourself the following question:

“Was I better today than I was yesterday?”

After Dick Vitale’s talk I attended a few other sessions throughout the day, including one of the Voice of the Customer (VOC) with Tisha Cole of Kenvue. Key session insights include:

The core theme emerging from the session centers on the strategic interpretation and deployment of Voice of the Customer (VOC) data to drive tangible business value. A critical finding is the frequent decoupling of customer sentiment metrics, like Net Promoter Score (NPS), and actual purchase behavior or revenue. This suggests a scenario where customers may express dissatisfaction yet remain “trapped” due to high switching costs or lack of viable alternatives, highlighting the need to look beyond simple scores. To move from raw data to action, organizations must focus on actionable data — tying survey results and other VOC sources to operational metrics to identify specific levers. Analyzing trending topics in sentiment and breaking down verbatims against people, process, and technology provides the necessary granularity to pinpoint the root cause of issues and determine which business function (HR, Finance, etc.) is responsible for influencing the relevant outputs and value drivers.

Effectively leveraging VOC insights also requires robust governance and communication strategies. A significant challenge is defining ownership of insights when multiple groups within an organization are collecting customer feedback, which can lead to fragmented or inconsistent action. To ensure that the data creates value, a Cascade Calendar approach is vital for sharing VOC insights with all relevant teams, facilitating meetings where the information can be discussed and acted upon. Furthermore, as organizations increasingly use AI to process vast amounts of unstructured data like customer recordings, the quality of the analysis depends on the input; utilizing prompts that stress “make no assumptions” can help ensure the AI extracts genuine, unbiased themes from advisory boards and other feedback sources.

🏀 Applying the Fundamentals to Customer Strategy

Ultimately, the challenge of leveraging Voice of the Customer (VOC) data — whether it’s overcoming the disconnect between NPS and revenue, ensuring ownership of insights, or setting up a Cascade Calendar for sharing — comes down to applying the fundamentals of passion, preparation, and perseverance.

The pursuit of truly actionable data requires the passion to look beyond easy vanity metrics and deeply analyze the roots of customer sentiment across people, process, and technology. It demands the preparation to integrate disparate VOC sources with operational metrics, ensuring you aren’t just collecting data but building genuine intelligence. And finally, it requires the perseverance to navigate organizational complexity, break down departmental silos, and consistently act on the insights, even when the required changes are difficult.

Just as Dick Vitale suggests we ask, “Was I better today than I was yesterday?”, organizations must ask themselves: “Was our customer experience better today than it was yesterday?” By dedicating your organization to the determination and discipline of VOC management, you move past simply tracking customer complaints and begin the continuous, dedicated process of making the customer experience undeniably “Diaper Dandy.”

Image credits: Customer Contact Week (CCW)

Content Authenticity Statement: The topic area, key elements to focus on, insights captured from the Customer Contact Week session, panelists to mention, etc. were decisions made by Braden Kelley, with a little help from Google Gemini to clean up the article.

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Top Five Questions These 300 Innovators Ask

Top Five Questions These 300 Innovators Ask

GUEST POST from Robyn Bolton

“Is this what the dinosaurs did before the asteroid hit?”

That was the first question I was asked at IMPACT, InnoLead’s annual gathering of innovation practitioners, experts, and service providers.

It was also the first of many that provided insight into what’s on innovators and executives’ minds as we prepare for 2026

How can you prevent failure from being weaponized?

This is both a direct quote and a distressing insight into the state of corporate life. The era of “fail fast” is long gone and we’re even nostalgic for the days when we simply feared failure. Now, failure is now a weapon to be used against colleagues.

The answer is neither simple nor quick because it comes down to leadership and culture. Jit Kee Chin, Chief Technology Officer at Suffolk Construction, explained that Suffolk is able to stop the weaponization of failure because its Chairman goes to great lengths to role model a “no fault” culture within the company. “We always ask questions and have conversations before deciding on, judging, or acting on something,” she explained

How do you work with the Core Business to get things launched?

It’s long been innovation gospel that teams focused on anything other than incremental innovation must be separated, managerially and physically, from the core business to avoid being “infected” by the core’s unquestioning adherence to the status quo.

The reality, however, is the creation of Innovation Island, where ideas are created, incubated, and de-risked but remain stuck because they need to be accepted and adopted by the core business to scale.

The answer is as simple as it is effective: get input and feedback during concept development, find a core home and champion as your prototype, and work alongside them as you test and prepare to launch.

How do you organize for innovation?

For most companies, the residents of Innovation Island are a small group of functionally aligned people expected to usher innovations from their earliest stages all the way to launch and revenue-generation.

It may be time to rethink that.

Helen Riley, COO/CFO of Google X, shared that projects start with just one person working part-time until a prototype produces real-world learning. Tom Donaldson, Senior Vice President at the LEGO Group, explained that rather than one team with a large mandate, LEGO uses teams specially created for the type and phase of innovation being worked on.

What are you doing about sustainability?

Honestly, I was surprised by how frequently this question was asked. It could be because companies are combining innovation, sustainability, and other “non-essential” teams under a single umbrella to cut costs while continuing the work. Or it could be because sustainability has become a mandate for innovation teams.

I’m not sure of the reason and the answer is equally murky. While LEGO has been transparent about its sustainability goals and efforts, other speakers were more coy in their responses, for example citing the percentage of returned items that they refurbish or recycle but failing to mention the percentage of all products returned (i.e. 80% of a small number is still a small number).

How can humans thrive in an AI world?

“We’ll double down,” was Rana el Kaliouby’s answer. The co-founder and managing partner of Blue Tulip Ventures and host of Pioneers of AI podcast, showed no hesitation in her belief that humans will continue to thrive in the age of AI.

Citing her experience listening to Radiotopia Presents: Bot Loveshe encouraged companies to set guardrails for how, when, and how long different AI services can be used.  She also advocated for the need for companies to set metrics that go beyond measuring and maximizing usage time and engagement to considering the impact and value created by their AI-offerings.

What questions do you have?

Image credit: Google Gemini

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